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Pharma Selling: In conversation with Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd.

Guda, Sridhar, Lyngdoh, Teidorlang (2018) Pharma Selling: In conversation with Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd. IIMB Management Review, 30 (4). pp. 385-390. ISSN 0970-3896. (doi:10.1016/j.iimb.2018.05.010)

Abstract

The Indian pharmaceutical industry has grown steadily in recent years, as indicated by the increase in production, capital creation, and arrival of new players in the market. While the pharmaceutical sector has had a significant impact on the Indian economy, managing it in today's complex environment has become challenging. Changes in the global economy, intensifying competition, and evolving industry policies pose challenges for pharma companies. This article is an excerpt from the interview with Mr. Melvin D'Souza, Vice President and General Manager, Novo Nordisk India Pvt Ltd. that explains the current state of the Indian pharmaceutical sector, and the sales and distribution challenges faced by its players. © 2018

Item Type: Article
DOI/Identification number: 10.1016/j.iimb.2018.05.010
Uncontrolled keywords: Personal selling, Sales management, Distribution management, Pharmaceutical industry
Subjects: H Social Sciences
Divisions: Faculties > Social Sciences > Kent Business School > Marketing
Depositing User: Teidor Lyngdoh
Date Deposited: 23 Jul 2019 14:43 UTC
Last Modified: 15 Jan 2020 15:00 UTC
Resource URI: https://kar.kent.ac.uk/id/eprint/75507 (The current URI for this page, for reference purposes)
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